Manager of Brokerage Accounts

Manager of Brokerage Accounts

Location: Carmel, IN

Manager: VP of Business Development

Pay Status: Salary, Exempt

Job Summary

The Manager of Brokerage Accounts grows Sagepoint Logistics' spot load volume and revenue by managing relationships with freight brokers. The role negotiates rates with brokers to secure loads for Sagepoint's trucks and works with Dispatch and Operations to pick up and deliver every load as committed. This person combines market knowledge, routing expertise, and strong negotiation skills to keep Sagepoint's fleet loaded on profitable lanes and to turn one-off broker loads into repeat business.

Essential Duties and Responsibilities

Spot Volume Growth

• Source and book spot loads from freight brokers to keep Sagepoint trucks loaded and minimize empty miles.
• Monitor load boards (e.g., DAT, Truckstop) and broker portals for loads that fit available equipment and driver locations.
• Respond quickly to broker load offers and rate requests to win time-sensitive freight.
• Turn frequent spot lanes with brokers into recurring or dedicated lane commitments.

Routing and Lane Management

• Plan load sequences and backhauls that keep trucks moving efficiently and reduce deadhead.
• Evaluate lanes, transit times, equipment requirements, and pickup/delivery windows before accepting a load.
• Account for driver hours of service, fuel costs, tolls, and weather when assessing whether a load and route are viable.
• Use lane history and market data to identify strong headhaul and backhaul markets.

Operations Coordination

• Work with Dispatch to match booked loads to available drivers and equipment.
• Communicate load details (appointment times, special handling, accessorials, broker requirements) clearly to Dispatch and drivers.
• Keep brokers updated on pickup, in-transit, and delivery status, and meet their tracking requirements.
• Lead issue resolution for delays, service failures, claims, and payment disputes with brokers.

Negotiation

• Negotiate linehaul rates with brokers to maximize revenue per load and per mile.
• Negotiate accessorials, including detention, layover, lumper, TONU, and fuel surcharge.
• Know Sagepoint's cost per mile and walk away from loads that do not meet margin or network needs.
• Negotiate payment terms and quick-pay options where they benefit Sagepoint's cash flow.

Broker Account Management

• Own a portfolio of broker relationships, including load volume, revenue, and service performance.
• Complete broker onboarding and carrier setup packets (authority, insurance certificates, W-9, rate agreements).
• Monitor broker creditworthiness and payment history, and coordinate with Accounting on collections.
• Maintain accurate load, rate, and broker data in the TMS and CRM.
• Mentor junior team members and share market insights with the broader team.

Education/Experience is required when indicated, desired otherwise.

Required

• 5+ years of experience in carrier sales, load planning, dispatch, or broker relationship management for an asset-based trucking company.
• Demonstrated record of increasing spot load volume and revenue per mile.
• Strong working knowledge of truckload and LTL operations, routing, equipment types, and hours-of-service rules.
• Proven negotiation skills with freight brokers.
• Proficiency with a TMS (e.g., McLeod, TMW), load boards, and a CRM such as HubSpot or Salesforce.
• Strong analytical skills, including Excel for lane and rate-per-mile analysis.
• Clear written and verbal communication, and the ability to perform under time pressure.

Preferred

• Bachelor's degree in Supply Chain, Logistics, Business, or a related field.
• Experience with market-rate tools such as DAT RateView or FreightWaves SONAR.
• Experience vetting broker credit and payment history (e.g., credit reports, factoring company tools).
• Prior people-leadership or mentoring experience.
• Familiarity with FMCSA carrier regulations and compliance requirements.

Physical Demand

• Position requires minimal lifting (up to 25 lbs.), mostly desk work
• Strength and flexibility to work at a desk for up to eight hours

Satisfactory performance of the essential duties of this job will require standing, kneeling, sitting, and walking as well as fine motor skills (especially of the hands) and the extended reach of arms. Walking, hearing, and sight are required.

Work Environment

The duties of this job will include working both in an office environment and work outdoors in the weather year-round as well as inside industrial spaces with operating machinery. Exposure to high heat and high humidity as well as cold weather and high winds can be expected. This job also includes potential exposure to high noise, fumes or airborne particles, toxic chemicals, acids and caustic chemicals, flammable and/or poisonous atmospheres, hot surfaces/equipment, cold surfaces/equipment, high vibrations, confined spaces, elevated working surfaces, vehicle traffic, and animal manure.

Compensation

Salary is paid on a bi-weekly basis and will be consummate with the value and experience the candidate brings to the role. In addition to base salary, compensation includes the option to participate in company sponsored medical, dental, and vision insurance plans and in a retirement savings program as well as paid personal time off and holidays.

Sagepoint Energy is an equal opportunity employer. Women, veterans, and minorities are encouraged to apply.